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Opening AGENDA
10.30 - 11.00 uur
Ontvangst en registratie bij binnenkomst
11.00 - 11.15 uur
Opening / Marktsituatie - Dirk Thomaere, General Manager Toshiba Benelux
11.15 - 12.00 uur
Product Portfolio - Inno Frencken, Marketing Manager
12.00 - 12.10 uur
Communicatie strategie - Lieven De Meester,
Communications Marketing Manager
12.10 - 12.30 uur
Sales strategie – Paul Spaenjers, Sales Manager
12.30 - 12.40 uur
Q & A
12.30
Aanvang lunchbuffet
Marketshare Toshiba
Reseller Meeting Product Strategy & Portfolio
Toshiba Europe Notebook Unit Sales grew.
Record Sales Volume in August.
ASP for Toshiba fell.
European ASP drop.
Toshiba Belgium Notebook Unit Sales decrease.
Fierce pricefight started.
Battle focus in Retail.
Pricepoints below 1000 Euro significant
Ubiquitous Network Society
Reseller Meeting Product Strategy & Portfolio
AV-Note-PCAV-Note-PC Thin & Light Commodity
Corporate
Technology roadmap for ubiquities computing
Reseller Meeting Product Strategy & Portfolio
Ubiquitouscomputing
Provide new valuesDevelop new markets
Power savingtechnology
Home networkHuman
interface Security
Robust and highlyreliable designing
High densitymounting technology
Technology roadmap for ubiquities computing
LED Backlight, Power Controller, Direct Methanol Fuel Cell
Ubiquitouscomputing
Provide new valuesDevelop new markets
Power savingtechnology
Chip-type component, Fine pitch mountingRAID, Durability for drop, Rain-proof Notebook PC
Fast boot, MIMO UWB, IE
EE802.11n
Protectio
n of data, P
rotectio
n of machine,
Evasion of illegal u
se
DL
NA
, D
TC
P-I
P, W
irel
ess
Net
wo
rk
Acces
sibi
lity
Acces
sibi
lity,
Usa
bilit
y,
New P
oint
ing
Devic
eTab
let i
nter
face
Home networkHuman
interfaceSecurity
Security“Always ON” technology
Robust and highlyreliable designing
High densitymounting technology
HD
-DV
D, C
OD
EC
/DE
CO
DE
R,
Hig
h v
ideo
qu
alit
y
How do we see the market
Reseller Meeting Product Strategy & Portfolio
Market Fit Growth potential Strategy
Consumer High High Maintain
SMB Medium High Invest
Large account Low Limited Focus
Strategy Toshiba Benelux
Team with our partners and provide tools to win.Work on the Invest and Focus part with you..
Increase contact with our resellers. (Sales structure)
Increase offer of Toshiba Options.
Serviceoffering to increase sales to B2B customers.
Value proposition to Large Accounts.
Maintain marketshare through Volume Sales in B2C market.
Choose selected partners.
Toshiba Offers
Reseller Meeting Product Strategy & Portfolio
In country decisions !
Talk to us.
You want to win we want to win!
Ask Toshiba,we will find a way !.
Value proposition.
Think option Selling, help us to fight all propositions.
Differentiated products.
R200, M300, S3....
Qosmio Line-up.
Possible to ask premium.
We stay to fight it out !
Reseller Meeting Product Strategy & Portfolio
Reseller Meeting Product Strategy & Portfolio
Inno FrenckenMarketing Manager Benelux
10/12 October 2005
Topics:
Reseller Meeting Product Strategy & Portfolio
Product technology strategy
High Definition (HD)
Green procurement
Product roadmap line-up
Product Presentation:
Toshiba Tecra S3
New Notebooks Q4 2005 with differentiators
More4You accessories
Technology roadmap for ubiquitous computing
LED Backlight, Power Controller, Direct Methanol Fuel Cell
Ubiquitouscomputing
Provide new valuesDevelop new markets
Power savingtechnology
Chip-type component, Fine pitch mountingRAID, Durability for drop, Rain-proof Notebook PC
Fast boot, MIMO UWB, IE
EE802.11n
Protectio
n of data, P
rotectio
n of machine,
Evasion of illegal u
se
DL
NA
, D
TC
P-I
P, W
irel
ess
Net
wo
rk
Acces
sibi
lity
Acces
sibi
lity,
Usa
bilit
y,
New P
oint
ing
Devic
eTab
let i
nter
face
Home networkHuman
interfaceSecurity
Security“Always ON” technology
Robust and highlyreliable designing
High densitymounting technology
HD
-DV
D, C
OD
EC
/DE
CO
DE
R,
Hig
h v
ideo
qu
alit
y
Definition: “HD readiness” vs. “basic HD readiness”
Reseller Meeting Product Strategy & Portfolio
“HD ready” is an industry standard defined and protected by EICTA.
As a contrast, Toshiba introduces “basic HD readiness” for products meeting a standard defined by Toshiba. Basic HD readiness means that WMV content can be viewed in High Definition quality.
“HD-ready” (EICTA)“HD ready” devices receive the signal through a video-in port. EICTA sets standards for display, display engine and specifications of the port.
“Basic HD-readiness (Toshiba)“Basic HD ready” notebooks do not have a video-in port. They generate the HD signal internally using WMV content from DVD or HDD.
“HD ready” requirements:
1.Display, display engine: The minimum native resolution of the display (e.g. LCD, PDP) or display engine (e.g. DLP) is 720 physical lines in wide aspect ratio.
2. Video Interfaces. The display device accepts HD input via: o Analogue YPbPr1, and o DVI or HDMI HD capable inputs accept the following HD video formats: o 1280x720 @ 50 and 60Hz progressive (“720p”), and o 1920x1080 @ 50 and 60Hz interlaced (“1080i”). The DVI or HDMI input supports content protection (HDCP)
The logo testifies that a Toshiba notebook is capable of playing 720p WMV HD content (sourced from ODD or HDD) without framedrops on the integrated minimum 720p capable widescreen display. PCMark04 result of notebook must be above 3000, min. Pentium® M 730 (no Celeron CPU), min. 512 MB of RAM, external GPU with 128 MB video card, Internal widescreen display only (scaling allowed, 1280x800 not required), 16-bit sound card speakers, Microsoft® Windows® XP, Windows® Media Player 9 series. Notebook supports 720p WMV video playback with 24 frames/sec without frame drops ...but NO H.264 decoding [HD DVD]!
“HD TO GO” vs. “HD-DVD” Logo
Reseller Meeting Product Strategy & Portfolio
After introduction of HD-DVD drives in 2006 there will still be Toshiba B2C notebooks offering “HD to go” for viewing WMV content.
Both the “HD to go” logo as well as the “HD-DVD” logo will therefore exist parallel in the Toshiba product portfolio (but not both on the same notebook)
All machines coming with these two different logos will offer a HD viewing experience, but based on different content encoding technologies.
For WMV content/WMV encoding technology
Cannot read HD-DVDs or decode H.264 standard
For H.264 encoding technology
(notebooks need a higher processing power
than for WMV)
RoHS Directive (Reduction of Hazardous Substances)
Reseller Meeting Product Strategy & Portfolio
The European Union (EU) RoHS Directive (the restriction of the use of certain hazardous substances in electrical and electronic equipment) is intended to reduce the use of substances that may pose risks to human health or the environment. The Member States’ RoHS laws shall ensure that after July 1, 2006 most new electrical and electronic equipment cannot be sold in the EU if it contains the following substances above specified concentrations (w/w) at the homogeneous material level:
Lead
Mercury
Cadmium
Hexavalent chromium Polybrominated biphenyls (PBB)
Polybrominated diphenyl ethers (PBDE)
(0.1%)
(0.1%)
(0.1%)
(0.1%)
(0.1%)
TECRA S3 conforms to RoHS compliance
No parts used by TECRA S3 contain any of the six toxic substances (*1).
All the parts enclosed by TECRA S3, such as a packing box, manuals, an AC adaptor, cables and a Battery also support RoHS directive.
(*1) Cadmium, Hexavalent chromium, Lead, Mercury, and PBBs (Polybromobiphenyls) and PBDEs(Polybromodiphenylethers).
Products Portfolio vs. Screen size
Reseller Meeting Product Strategy & Portfolio
B2C B2B
7,2" Libretto U100 (1)
12"
Portégé R200 (1)Portégé M300 (1)Portégé M200 (1)
14"Tecra M3 (2Tecra M4 (1)
15" Satellite L20 (2)Satellite Pro L20 (2)Tecra A2 (1)Tecra S3 (2)
15,4"Satellite M40 (1)Satellite M70 (3)Qosmio F20 (1)
Satellite Pro M70 (1)Tecra A4 (2)
17"Satellite M60 (2)Qosmio G20 (1)
* Not all models are available in Belgium and The Netherlands
Qosmio G20
Reseller Meeting Product Strategy & Portfolio
QosmioEngine(Advanced video experience)
Remote Control forMCE and Qosmio Player
RAID 0 and RAID1 support for data backup and realtime disk mirroring
Microsoft®Windows® XP Media Centre Edition 2005
QosmioPlayer(Instant-on entertainment)
Harman Kardon® Speakers (30mmΦ)
DVD Super Multi drive (Double Layer)
Analog terrestrial TV tuner
w/ MPEG2 hardware encoder
SRS® TruSurround XT™ technology and SRS® WOW™
17” Toshiba TruBrite WXGA+ TFT display brightness 500 cd/m2
Toshiba Tecra A3X
Reseller Meeting Product Strategy & Portfolio
To be launched in November 2005 (same design as Tecra A2)
Reseller Meeting Product Strategy & Portfolio
Positioning
A fully scalable corporate or SMB
platformoffering superior security
and reliability.
TECRA S3
Reseller Meeting Product Strategy & Portfolio
Why choose the Tecra S3?
Full EasyGuard
TCO platform
Latest technology
Latest ports expansion and legacy ports
Full wired and wireless connectivity
1
2
3
4
5
Reseller Meeting Product Strategy & Portfolio
New and exclusive: Toshiba EasyGuard
Toshiba EasyGuard is the better way to enhanced data security, advanced system protection and easy connectivity.
This next-generation computing experience incorporates technologies enabling optimal connectivity and security, Toshiba anti-accident innovations and advanced software utilities for carefree mobile computing.
Three core elements for carefree mobile computing
In addressing the need for enhanced data security, advanced system protection and easy connectivity. Toshiba EasyGuard features can be divided into its three core elements:
Reseller Meeting Product Strategy & Portfolio
Elements: Benefits:
Secure
Protect & Fix
Connect
Features that deliver enhanced system and data security
Protective design features and diagnostics utilities for maximum uptime
Features and software utility that ensures easy and reliable wired and
wireless connectivity
Toshiba Anti-theft Protection Timer
What is the Toshiba Anti-theft Protection Timer?Allows users to set up a timer-activated BIOS password that will prevent unauthorised system access in the event of theft.
Reseller Meeting Product Strategy & Portfolio
Features and benefitsUser set a time duration before BIOS password is activated (1-28 days).
User can logs-on ‘as usual’ during the defined period of time.
If user doesn’t log-on during the period of time, the timer activates the BIOS password request. If password unknown, user (or thief) cannot log on.
User has peace-of-mind, because access to its system is locked if notebook is stolen.
Example: Time Limit = 5 days
July-10 July-13 July-18
Time
User logs-on Windows,as usual
User doesn’t log-on(Vacation/ Notebook Stolen…)
BIOS Passwordis requestedto log on
Fingerprint Reader Single Sign On
What is the Fingerprint sensor technology ?
Support user authentication and secure access (single sign-on), as well as easy selection, launch and control of applications for security and ease of use.
Reseller Meeting Product Strategy & Portfolio
Summary of features and benefitsNon duplicateable authentication (unique fingerprint for each person)
Convenient and fast log into the machine.
With the simple touch of a finger you can access confidential content on your PC/Network
Pre-boot authentication (BIOS logon) is newly supported by fingerprint on TECRA S3.
Replacing the boot password
Realizing the Single touch boot feature
• User does not need to type in the password, and just swipe his/her finger.
• User can sign on to BIOS, Windows and HDD by a single swipe of the fingerprint.• User no longer need to type in password three times or swipe finger three times.
in the BIOS in the OSAuthenticationJust one swipe
ConfigFree™
Version 5.7
Reseller Meeting Product Strategy & Portfolio
New main featuresAutomatically switch between LAN/WLAN/WAN
W-WAN Auto Connect FeatureIt will automatically dial up with Mobile Data / 3G Card when both LAN & WLAN are disconnected
Dial up Device SelectionSelect which device to dial-up with.(supports any device such as data cards or 3G cards that can be used by dial-up)
Auto Launch of ProgramSelect Program to execute after Dial-up connection (e.g VPN client, IE)
Au
tom
atic
Net
wo
rk D
evic
e S
wit
ch
Diversity Antenna
What is the Diversity Antenna?This Toshiba innovation is in reality three antennae. Selected notebooks now have two Wi-Fi™ antennae and one Bluetooth™ antenna incorporated into the top lid of the LCD display as well as automatic antenna selection that provides users with optimal wireless connectivity.
Reseller Meeting Product Strategy & Portfolio
Summary of features and benefitsTwo W-LAN antennae - Increases the reliability and stability of wireless connectivity
Antennae in top lid of LCD display - Prevents signal interference from users’ desk hands, etc
Dual-band antennae - Makes it easier to connect quickly and maintain stable performance
Bluetooth™ antenna between the two W-LAN antennas maintains the diversity effect and maximises the user’s ability to connect quickly and easily
With Diversity Antenna
With Standard Antenna
Toshiba RAID* support What is RAID?
RAID stands for Redundant Array of Inexpensive (or sometimes "Independent") Disks. RAID is a method of creating one or more pools of data storage space from several hard drives.
It can offer fault tolerance and higher throughput levels than a single hard drive or group of independent hard drives.
Supports RAID Level 1* and ensures that data from main HDD (hard disk drive) is mirrored to optional Ultra-slim SelectBay HDD for full data redundancy and protection against accidental data loss
Data mirroring ensures data availability in event of HDD crash and allows for quick and simple swapping of defective HDD with intact HDD for minimum downtime
Reseller Meeting Product Strategy & Portfolio
43210
43210
RAID-1
43210
Unable to read data in the bad block.
Standalone
Application
Read from 2nd HDD and fix No2 of 1st HDD
Application
Fixed
43210
43210
RAID-1
Read from 2nd HDD. But does not fix No2 of 1st HDD
Application
Not fixed
Toshiba RAID1 Intel IAA’s RAID1
* Optional second HDD and HDD adapter is required for Toshiba RAID support
RAID-1 supportedCustomer can continue computing with zero downtime even when one of hard drives is crushed (reliable computing by RAID-1 technology).
Hard drive hot plug is supportedHot insertion/extraction of the select bay hard drive is still supported on the RAID-1 system as same as stand alone configuration.
Hard drive password is supportedHard drive password is still supported on the RAID system when insert the select bay hard drive on Windows running state as same as stand alone configuration.
Hot reconfiguration is supportedCustomer can change the configuration status from/to stand alone to/from RAID-1 mutually by using RAID utility on Windows.
Easy access to RAID status icon on task trayEasy to open the RAID utility and to check/change the status of RAID configuration.
Alarm by buzzer and pop up messageThe RAID system notify users by buzzer and pop up message when one of the two hard drives have trouble (hardware crash or one of two hard drives is extracted).
Toshiba RAID* support
Summary of features and benefits
Reseller Meeting Product Strategy & Portfolio
* Optional second HDD and HDD adapter is required for Toshiba RAID support
Shock Protection Design
What is the Shock Protector?Toshiba Shock Protection Design delivers enhanced system component protection against notebook damage in instances of drop, collision and physical impact of the notebook. The concept offers specialised features to withstand the physical trials of travelling, while also protecting against accidents.
Reseller Meeting Product Strategy & Portfolio
Summary of features and benefits
Shock protection through larger base, rounded and protruding corners
Rubber protection surround LCD
Rubber tabs encase the hard disk drive for increased cushion
Rubber security encircles and protects the delicate inverter
Spill-resistant Keyboard
What is the Spill-resistant Keyboard?
Reseller Meeting Product Strategy & Portfolio
What is the benefit?
The Spill-resistant Keyboard gives users
enough time to save their data and shut down their notebook in the event of an accidental spill.
This allows them to save valuable data as well as ensure that the liquid is not contacting running components.
Prevents system damage from accidental spills onto the keyboard
Spill-resistant Keyboard - A layer of bending insulation beneath the keyboard holder to cover areas that would otherwise be exposed.
KB CoverInsulator Tape
Two-sided Tape
Front Back
Will not work when water is spilt.
w/o Spill-resistant Keyboard
with Spill-resistant keyboard
Will work when water is spilt.
HDD Protection (3-axis)
What is the HDD Protection?
Prevents HDD from being damaged from shock or vibration (full 3-axis motion monitoring):
Reseller Meeting Product Strategy & Portfolio
Toshiba system board with accelerometer sensor
Unload head from HDD disks
Improvement durability of HDD
What is the benefit?
The unique combination of Toshiba cutting-edge 3D accelerometer and HDD Protection offers an enhanced impact protection solution compared to systems without these features. The 3D monitoring capability accurately filters out minor tilt movements and detects sudden vibrations to unload the HDD head before impact.
Intel® Pentium® M processors,(up to 533 MHz FrontSide Bus and supporting Execute Disable Bit)
Mobile Intel® 915PM Express chipset. (up to 533 MHz Front Side Bus and Intel® Display Power Saving Technology)
Intel® PRO/Wireless 2200BG Network Connection(supports latest IEEE standard and new optional PROSet/Wireless software v.9.0 with improved GUI for simplified WLAN capabilities)
Mobility and performance
Best all-round mobile performance
Thanks to the latest Intel® Centrino™ Mobile Technology including
The new Intel® Centrino™ mobile technology features PCI Express technology which doubles data transfer rates and improves graphics performance.
Mobility and performance
Displays for large viewing with stunning 3D graphics
Reseller Meeting Product Strategy & Portfolio
15"
15" XGA TFT display with 1,024 x 768 and SXGA+ TFT display with 1,400 x 1,050 resolution for large viewing and working area in a thin and stylish design
Enjoy the stunning 3D graphics performance of the latest NVIDIA® GeForce™ 6600 with 128 MB Video RAM supporting PCI Express bus architecture
Powerful, versatile mobile computing
512 or 1.024 MB DDR2 system memory, expandable to 2.048MB, technology DDR2 RAM: • DDR2 is the next-generation evolution of DDR memory technology. • DDR2 memory features faster speeds, higher data bandwidths, lower power consumption and enhanced thermal performance.
Primary 60 or 100 GB hard diskdrive, 5,400 rpm, Serial ATA• Serial ATA is an evolutionary replacement for the Parallel ATA physical storage interface • Users of the Serial ATA interface benefit from greater speed, simpler upgradeable storage devices and easier configuration.
Easy to deploy and manage fully scalable corporate platform
Reduces the cost of evaluating, deploying and training users on new models with consistent software images and long lifecycles
Backwards-compatibility is assured by common options such as Advanced PortReplicator III Plus and Ultra-slim SelectBay modules for enhanced expandability and ease of use
Fully compliant with EU directives for environmentally-friendly electronic equipment (RoHS / WEEE)No parts used by Tecra S3 contain six kinds of toxic substances* such as AC adaptor, cables and battery
Reseller Meeting Product Strategy & Portfolio
* Six substances which RoHS compliance have forbidden are Cadmium, Hexavalent chromium, Lead, Mercury, and PBBs (Polybromobiphenyls) and PBDEs(Polybromodiphenylethers).
Easy to deploy and manage
Reduce the cost of evaluating, deploying and training users on new models with the consistent software image and long lifecycles
Backwards compatible common docking available with the optionalAdvanced Port Replicator III
Reseller Meeting Product Strategy & Portfolio
Great Versatility
Full APR-III docking support offers a wide range of interfaces for using peripherals and digital devices. The ARP III enables users to step back into the office and immediately adjust back to their office environment; this enables consistent and
RGB DVI Parallel Serial Modem/LAN
1394
PS/2 USB DC-IN
Line in/out
…….uncompromised mobile working.
Easy expansion
Reseller Meeting Product Strategy & Portfolio
• 3 USB 2.0 ports
• ExpressCard™ slot for future-proof PC Card support
• PC Card slot for 1 Type II card
• SD™ Card media slot
• i.LINK® (IEEE1394)
• Monitor (RGB) port
• TV-out (S-Video) port
• Serial port
• Parallel port
A choice of 5 ways to connect
Built-in dual-mode Wireless LAN 802.11b/g
Fast InfraRed port
Internal international V.90 modem
10/100/1000 Gigabit Ethernet LAN port
Bluetooth™ V2.0 with EDR (Enhanced Data Rate)The EDR technology has a data rate that is up to three (3) times faster than Bluetooth version 1.2.
Backward compatible to standard rate mode
Touch’and’Present
Ideal for mobile road warriors
Programmable “One-Touch” switching from
Toshiba Presentation button
Presentations made simple
Reseller Meeting Product Strategy & Portfolio
Programmable options• Single image on Dual Display:Ext. display resolution of 1,600x1,200, 1,280x1024, 1,024x768 or 800x600
• Dual image on Dual Display:Ext. display resolution the same as the notebook
• “Single Display (LCD only) with Single Image” • “Dual Display (LCD and CRT) with Single Image”
Single Display w/ Single Image (NB LCD only)
Dual Display w/ Single Image (NB LCD & Ext. CRT)
Toshiba Presentation Button
vs
Fn+F5 Toggle Menu
Intel® High Definition Audio
TECRA S3 have 2-channel audio codec compatible with the Intel® High Definition (HD) Audio Interface.This codec provides Stereo 24-bit resolution with sample rates up to 96kHz.
Reseller Meeting Product Strategy & Portfolio
It is able to play back at higher audio format than previous system (AC’97).if 24 bit / 96kHz sound source played…
• 24=16 times accuracy of sound volume than AC’97.• 2 times range of possibility playback frequency than AC’97.
24 bitup to 96 KHz
Options & Services: Tecra S3
Reseller Meeting Product Strategy & Portfolio
PX1173E-1PRPUSB 2.0 Port Replicator II (Ethernet)
Connectivity
Contact Dealer
Contact Dealer
International Warranty Extensions
EMEA On-site Repair, Next Business Day Response Service
Services
PX1096E-1NACUSB Retractable Travel Mouse
Desk-based
PX1186E-1NCALeather Case
Carry Cases
PA3474E-1PRPAdvanced Port Replicator III
PA3408U-2ETCUltra-slim SelectBay HDD Adaptor
PA3407U-2H8080 GB HDD Kit (Serial-ATA)
Drives
PX1161E-1M51512 MB USB Memory
Expansion
PA3357U-2BRLHigh Capacity Battery
PA3356U-3BRSBattery
PA3377E-2ACAAC Adapter
Power
PA numberBasic options Tecra S3
Spreading the word - Toshiba
Mass marketing(Promo of the month)
Vertical marketing
Public Relations
• Interviews• Tests
Marketing Communications
• Advertising• Radio• Email• Bannering
To partner
Channel magazinesPartner PlaceEmails
Partner
Enduser
Vertical Communication
Through partner:• Face to Face• Seminars• Direct marketing• Call Centre• Bannering• Emails
Through partner:• Special Conditions• POS• Email template • Fax mailing template• Banners• Call Centre
Communication-cheque
Make a communicationplan and mail it to: [email protected]• Free subscription to a magazine of your choice• Funds
What’s in it for you?
We want you to spread the word with our full co-operation:
Statement 1ste Meeting vs. what have we done up to now?
No real reseller programGo Toshiba & Go Toshiba VIP
Limited cooperationPartner Place, Direct Communication, SBO’s, Collaboration
No funding or back rebate2% if 12K euro and 20% growth this year
Only knowledge of a small number of resellers within ToshibaAlready 80 respected VIP Partners
No direct contact person within ToshibaDealer Account Manager + Collaboration with CAM
Resellers are important for us!
Example: Presentation Tecra S3
Win – Win situation
Local decisions in BNL
Margins on Toshiba are good
Let’s communicate, work together,
fight accounts, win backs
Objectives with you as partner …
Please contact us, we will be pleased to collaborate on projects, SME & Corporate.
Who is Who in BENELUX
GM
SM Mrkt Oper
Int. Sal. Ch.Mrk PM ComMgr
DAM CAM RAM DAM CAM REP
S&S
SM – NL
HR
EDP
PM E-bus crm
Inside Sales
Not an assistant or secretary
Inside sales will inform you as reseller
Communication on hot topics, promo’s, …
Support to resellers
We are convinced that it will bring more
Toshiba business for and to you
New function:
All reporting via EDI
Warehousing
Logistics
Communication (Refrech, Reflex, HTML, …)
Minimum turnover and minimum regular buying customers
They are also BDP’s
LFP versius BDP
LFP versius BDP
Not necessary stock-keeping partners
Not ‘new sub-distributors’ but BDP’s
Minimum turnover and minimum regular buying customers
Should bring more ‘noice’ around Toshiba notebooks
Should bring new business for Toshiba
They have the contacts to enter into new channels
Strong service & support (in-house knowledge):
7 x 24 worldwide support
(local language during business hours)
Free pickup & return after user registration within Benelux region:
Repairs Belgium handled by Apem & Toshiba Benelux Repair Centre
Hardware service (break&fix) is done:
Local and global TASC’s
Toshiba Benelux, close interaction with sales organisation
Unique Selling Points (USPs) - Toshiba Benelux
First meeting…
Apem Average Repair Time
0
1
2
3
4
5
6
7
Apr May Jun Jul Aug
Period
Day
s
Days
The prove: some statistics
TISB Repair Time (receiving until finishing the unit)
0
1
2
3
4
5
6
Jan Feb Mar Apr Mei Jun Jul
Period
Day
s
Movement from Capelle to Breda !
The prove: some statistics
The prove: some statistics
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Percentage
Jan Feb Mar Apr May Jun Jul AugPeriod
Spare Part Performance 2005
+5 days+4 days
+3 days+2 days
+1 daysNext day
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Percentage
Jan Feb Mar Apr May Jun Jul AugPeriod
Spare Part Performance 2005
+5 days
+4 days
+3 days
+2 days
+1 days
Next day
Feedback
Work together on possible deals & accounts
Let’s face the good and the less good things
Direct contact
Information – communication
Increase collaboration between Toshiba and you
IQ + EQ = CQ
Reseller Round Tables
Why this incentive ?
Who can participate ?
Start & End ?
Rules & targets ?
When will we go to ‘the sun’ ?
How many people ?
Extra Points
Success, you’ll be rewarded when you sell Toshiba
And we go to…
Current Incentive